For many companies, successful prospection of new clients is an existential question. The website INC therefore brings Geoffrey James´ manual on how to successfully reach potential clients. The basic rule is to get high-quality contacts, which may be best taken from the following sources:
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References – i.e. people to whom you got recommended by your own clients.
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Proffesional web. People who work in your field and with whom you are personally in touch, or people you have met through social websites.
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Your webpage. Those who showed their interest by leaving their contact information on your website.
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Focus on professionals. People in a position which makes them more likely to be interested in your product.
Gradually, you should be able to determinge the quality of the contact in the initial conversation. Find a way to how to inconspicuously learn if the potential client acquires the needed amount of money and if he or she needs your product.
Also, set a realistic goal. Based on your average success, count how many people you have to contact to reach your goal number of sales.
Try to maintain a positive mindset and use whatever helps you. Do not ge distracted by an occasional fail, be optimistic and always imagine success!
Call, call, call. Remember that the key is to listen properly. The most common mistake of sellers is not noticing the signals that say that the client is already ready to make the deal. If you hear something like „I want to buy something like this“, „I have been planning to contact your company“ or „I am certainly interested“, you should move to finishing the deal.
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